Sellers ________________________________ Role Play Score _____ Paper Score ______

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___10 Buyer's needs: Discovered/reiterated early













___10 Buyer's needs: Presentation directly related to needs















___10 Visual aids:

Appropriate and professional (minimum: features/benefits, 2 letters of reference, competitive information)

Easily seen

Used effectively





___10 Did not interrupt or "steamroll"buyer:

Cut off buyer





Probe after major points







___ 10 Nonverbal:

Eye contact

Gestures

Posture











___ 10 Speech:

Fast/slow, Loud/soft

Nervous

Monotone

Verbal pauses

Word choice









___10 Objections:

Clarify first

Good responses

Post-objection probing













___ 10 Commitment:

Timely

Post-close communication







___ 10 Partnership developed:

Respectful

Candid

Friendly









___10 Other issues:

Clear strategy

Adaptable

Well-prepared

Team Work